11i Sales Fundamentals
Starting dates and places
Description
This course gives the Learner on overview of the sales process that may be implemented when using Oracle's sales products. Starting with setting up a campaign, generating leads, converting the leads to an opportunity, delivering customer proposals, converting the opportunity to a quote and eventually creating a customer order. The Learner will also obtain an understanding of Oracle Sales' forecasting capabilities.
This course describes the setup steps required to implement Oracle Sales and Oracle Telesales. Additionally, this course describes features and basic setup step for other Oracle Sales applications, such as Quoting, iStore, Proposals, Sales Offline and Daily Business Intelligence. A…
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This course gives the Learner on overview of the sales process that may be implemented when using Oracle's sales products. Starting with setting up a campaign, generating leads, converting the leads to an opportunity, delivering customer proposals, converting the opportunity to a quote and eventually creating a customer order. The Learner will also obtain an understanding of Oracle Sales' forecasting capabilities.
This course describes the setup steps required to implement Oracle Sales and Oracle Telesales. Additionally, this course describes features and basic setup step for other Oracle Sales applications, such as Quoting, iStore, Proposals, Sales Offline and Daily Business Intelligence. Also included are setups required for common components, such as Notes, Tasks and Calendars, territory assignments of business objects and using Trading Community Architecture to create employees, users and resources.
- Generate Sales Leads from Campaigns using Oracle Sales
- Forecast your Opportunities with Oracle Sales
- Provide a Sales Coach to walk your Sales Representative through a series of questions
- Manage Customer and Contact information
- Manage your Leads and Opportunities using Sales Methodologies
- Link Sales Contracts to your Customer Quotes
A Live Virtual Class (LVC) is exclusively for registered students; unregistered individuals may not view an LVC at any time. Registered students must view the class from the country listed in the registration form. Unauthorized recording, copying, or transmission of LVC content may not be made.
Audience
- Business Intelligence Developer
- Functional Implementer
- Sales Consultants
Course Topics Overview of Lead to Order Process
- Describe E-Business suite
- Associate job roles with the basic sales flow
- Describe customer types
- Describe the lead to order process
- Describe Oracle sales products like Sales, Telesales, Quoting, Proposals, Territory Manager, iStore, Incentive Compensation, and Sales Offline
- Describe setups to make Oracle Telesales and Oracle Sales interoperable
- Explain the differences between Oracle Telesales and Oracle Sales
- List mandatory dependencies for a sales implementation
- List some optional dependencies
- List Accounting sales-related setups
- List other Oracle module sales-related setups
- Define the Advanced Product Catalog
- Describe integration between Oracle Sales applications and Oracle Marketing
- Describe Oracle Notes
- Set up Oracle HTML Notes
- Describe Oracle Task Manager
- Set up Oracle HTML Task Manager
- Describe Oracle Calendar
- Set up Oracle HTML Calendar
- Identify the setups for Resource Manager
- Describe implementation consideration for Resource Manager
- Describe how to implement Resource Manager in Forms
- Explain how implement Resource Manager in HTML
- Explain the Oracle Trading Community Architecture (TCA) model
- Define the features that enable you to enter and maintain customer and contact information
- Set up party classification
- Understand global address formatting and validation
- Merge parties or customer accounts
- Describe Territory Manager
- Create geographic territories
- Create named account territories
- Set up Territory Assignment Program
- Define campaign terminology
- Describe the sales campaign flow
- Create a sales campaign schedule
- Create a target group
- Define Lead Management
- Explain lead related setups
- Create a lead
- Discuss how leads are qualified, ranked, and assigned
- Convert a lead to an opportunity
- Identify how to accept, decline, or reassign a lead
- Define opportunity management and its functions
- Explain opportunity related setups
- Create an opportunity from a sales lead
- Create an opportunity without a sales lead
- Personalize the Oracle Sales user interface, search region, sales funnel, and home page
- Publish saved searches
- Manage saved searches and reports
- Describe report personalization features
- Describe the forecasting process
- Define forecasting terminology
- Explain forecast related setups
- Create Product Category worksheet
- Generate forecasts
- Review forecast history
- Set forecasting profile options
- Describe Oracle Proposal application
- Describe some key features
- Define key elements of a proposal
- Identify applications that integrate with Oracle Proposals
- List high-level implementation steps
- Create a proposal from a lead, an opportunity, a customer, a quote, or as a standalone document
- Describe how to generate a proposal version
- Describe the benefits of Sales Contracts in Oracle Quoting
- Print a quote with contract terms
- Enable Oracle Sales Contracts functionality for Oracle Quoting
- Negotiate contract terms for a quote
- Describe the Oracle Quoting application
- Describe some key features
- List Oracle Quoting user interfaces (UIs)
- Describe mandatory dependencies
- List common Oracle Quoting integrations with other Oracle applications
- List high-level implementation steps
- Create a quote
- Describe the Oracle iStore application and list some key features and benefits
- List common iStore integrations with other Oracle applications
- List high-level setup steps
- Explain basic shopping cart and ordering functionality
- Describe how to register iStore users
- Define DBI for iStore
- Discuss key benefits of Oracle Sales Offline
- Set Sales Offline profile options
- Customize menus and descriptive flex fields
- Understand the Sales Offline architecture
- Explain synchronization types and preferences
- Discuss conflict resolution, non-validated records
- Discuss versioning and template identification
- Describe product dependencies and major integration points
- List Oracle Daily Business Intelligence (DBI) key features
- Describe DBI for Sales and DBI for Quoting
- Explain DBI for Sales and DBI for Quoting key performance indicators
- List setup steps for Sales and Quoting DBI applications
Course Objectives
- Understand iStore's shopping cart and ordering functionality and other key features
- Understand features of Oracle's sales applications
- Create leads and convert them into opportunities
- Create opportunities and convert them into quotes
- Describe Campaign Flows, schedules and target groups
- Under geographic territories and named territories, set up in Territory Manager
- Explain the Basic Sales Flow
- Set up common components, such as Notes, Tasks and Calendars
- Describe the Lead to Order Process
- Create Customers and Contacts using Oracle trading Community Architecture model
- Create Employees and Users, Import Resources, and assign roles and responsibilities to users
- Understand implementation steps required to set up sales products
- Describe integration points between Oracle Sales and Oracle Marketing applications
- Understand Global Address formatting
- Understand Oracle Sales related personalization features available in OA Framework
- Create proposals for leads, opportunities or quotes
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